let’s look at the objectives for this workshop. upon ... · 2 let’s look at the objectives for...
TRANSCRIPT
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Let’s look at the objectives for this workshop. Upon completion, you will
be able to:
•Recommend the appropriate product line for your customers’ needs
•Share characteristics of each Mary Kay® product line with your
customers
•Benefits and ingredients found in Mary Kay® products
•Marketplace need driving the line’s existence
•Target customer
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In today’s workshop, we will talk about:
•The five steps to good skin care.
•The importance of customized skin care.
•And, the characteristics of each of the Mary Kay® product lines. You will
learn about the benefits and ingredients found in the products, the
marketplace need for the line’s existence, and who the target customer
is.
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What are the five steps to good skin care?
They are: Cleanse, Exfoliate, Freshen, Moisturize and Protect.
It takes more than one product to achieve beautiful skin. As part of a
daily skin care regimen, the five steps work together to reinforce the
benefits of one another. They work with skin to keep it looking healthy
and vibrant!
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As you begin to get to know your customers, you will learn that everyone’s skin type is different. This is why customized skin
care is so important. Using skin care products that are designed specifically for a person’s skin type is just what skin needs to
look its best!
It is important to ask questions to get to know your customer’s skin type and beauty preferences before making a skin care
recommendation. Some good questions to get you started are:
1. How does your skin feel when you wake up in the morning?
a. Tight and uncomfortable, like it’s stretched over my face.
b. I can’t wait to wash it to get all of the overnight grease off.
c. About the same as it always does, smooth and neither shiny nor dry
2. How about halfway through the day?
a. Tight again – I feel like I could use more moisture.
b. Greasy, oily or shiny
c. A few spots are oily or dry, but it still feels pretty smooth all over.
3. What do your pores look like?
a. What pores? I don’t notice them anywhere.
b. HUGE! I see them everywhere, especially around my nose and on my cheeks.
c. I can see them in certain places, like around the t-zone, including my nose and chin.
4. What is your least favorite season for your skin?
a. Winter – my skin gets so chapped and dry it hurts!
b. Summer – my faces is so greasy, it feels like my makeup is melting!
c. Every season has different challenges.
5. What one skin care item do you always carry with you?
a. A small bottle of face lotion for itchy or tight spots.
b. Blotting papers or powder for shine-reducing touch-ups.
c. Depends on the season. In the summer I may carry powder. In the winter I sometimes carry a
moisturizer.
If your customer answered: Mostly a: Their skin type is dry. Mostly b: Their skin type is oily. Mostly c: Their skin type is
normal.
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You can offer several lines of Mary Kay® customized skin care, all of
which achieve the five essential steps. You will first learn about the
following product lines today:
• TimeWise® Skin Care
• Botanical Effects Skin Care
• Velocity® Skin Care
• Mary Kay® Acne-Fighters Set
Then, you will learn about other skin care options that can also meet the
needs of your customers.
•Mary Kay® Facial Cleansing Cloths
•MKMen®
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Because they work together to maximize the age-fighting benefits, be
sure to tell your customers about the Miracle Set®.
At the heart of the TimeWise® product line, this premium collection of
age-fighting products work together to deliver younger-looking skin with
fewer lines and wrinkles, improved suppleness and more even skin tone.
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Mary Kay created the TimeWise® Miracle Set® to meet consumer
demand for age-fighting products that help reduce the visible signs of
aging. The demand for age-fighting cosmetics is at an all-time high!
TimeWise® products deliver the advanced age-fighting benefits your
customers want for younger-looking skin.
It comes in two formulas to meet the needs of normal to dry or
combination to oily skin. You’ll notice that the line on the back of the
package are color-coded to make it easier to identify the products. Pink
is for normal-to-dry skin, lavender is for combination-to-oily skin, and
platinum is for all skin types.
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Your customers will love what they see! Consider sharing these amazing
results with them!
As seen by a dermatologist in a 12-week clinical study:
•83% had a reduction in fine lines and wrinkles.
•Up to 25% improvement in skin elasticity.
•100% had softer, more supple skin.
•46% improvement in more even skin tone.
Let’s take a look at the individual products that make up the Miracle Set®.
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Who are your target customers for the TimeWise® Miracle Set®?
•As you may have already guessed, customers who want a daily age-
fighting skin care regimen that is customized to deliver younger-looking
skin.
•Younger customers who want to prevent the signs of aging from
occurring.
•Customers who want a skin care program that is customized for their
skin type – normal to dry or combination to oily.
The information you learn today about the TimeWise® Miracle Set® can
be found in the fact sheets available on Product Central on InTouch®.
There is even great information on the packaging of each TimeWise®
product. Be sure to reference those as you begin to introduce your
customers to this amazing set.
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First is the 3-in-1 Cleanser. TimeWise® 3-in-1 Cleanser comes in a
normal-to-dry formula or a combination-to-oily formula. The cleansing
beads from the 3-in-1 Cleanser remove dead skin cells through
exfoliation.
The TimeWise® 3-in-1 Cleansing Bar is another cleansing option within
the TimeWise® product line. It’s ideal for customers who want the
benefits of TimeWise® skin care, but in a lathering bar. The soap dish is
great for home or travel, too!
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TimeWise® Age-Fighting Moisturizer is also available in a normal-to-dry
formula or a combination-to-oily formula. A dream humectant blend in
TimeWise® Moisturizer keeps the skin moist. A humectant is an
ingredient that helps skin retain moisture.
There is also TimeWise® Moisturizer Sunscreen Broad Spectrum SPF
30† for those who want a moisturizer that protects from UVA/UVB rays.
The TimeWise® 3-in-1 Cleanser and TimeWise® Age-Fighting Moisturizer
contain a patented** complex that reduces fine lines and wrinkles by
accelerating the skin’s natural renewal process.
†Over-the-counter drug product
** U.S. Patent No. 6,496,126 and other patents pending
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TimeWise® Day Solution Sunscreen Broad Spectrum SPF 35 †contains
calming peptides to help relax expression lines, while UVA and UVB
sunscreens help protect the skin from sun damage.
†Over the counter drug product
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TimeWise® Night Solution contains vitamins and antioxidants, combined
with collagen-enhancing peptides, that help fade away deep lines and
wrinkles. Nutribeads® microcapsules are even more vitamin-packed into
this powerful product!
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Introducing Botanical Effects™ Skin Care!
Taking care of your skin should be simple. Easy. Tailored to you.
Botanical Effects™ Skin Care is a simple regimen designed to help your
skin achieve a healthy balance – whether it’s dry, normal or oily.
Botanical Effects™ Skin Care draws on the power of botanicals to leave
dry, normal and oily skin feeling balanced and revitalized. Every product
in all three regimens features our special botanical complex to help
promote healthy skin. Then each regimen is personalized with additional
botanicals specifically chosen to give your skin type the benefits it needs.
Just cleanse and hydrate morning and night to reveal radiant-looking
skin. Add the mild, gentle freshener for an added feeling of clean and
refreshed skin. Or choose the mask to deep clean and revitalize skin. It’s
completely customizable. So you can help your customers design the
regimen that’s perfect for them.
With benefits like these, women see great results.
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Look at these numbers. There is no denying that women love new
Botanical Effects™ Skin Care.
Nine out of 10 women said that their skin looked healthy after using the
regimen. 88% also said that it leaves skin feeling nourished, 86% said it
revitalizes skin and 83% agreed it enhances skin’s natural beauty. 80%
also said it leaves skin looking radiant.
Pretty impressive! Now let’s see which botanicals help provide these
beautiful results.
Botanical Effects™ skin care is primarily for the woman who:
• Wants a personalized approach to caring for the basic needs of her
skin and isn’t yet concerned about the signs of aging
• Wants to feel good about how she cares for her skin while caring for
the planet without sacrificing quality, value and results
• May be sensitive to certain ingredients and needs products that are
hypoallergenic and have been tested for sensitive skin
In addition, your customers who currently use Classic Basic® products
will love this updated, fresh approach to customized skin care. With all
the same product forms available plus formulas that feel fabulous and
cater to her skin’s needs, your Classic Basic® customers are sure to want
to try it for themselves.
Since this customer wants to feel good about her skin care, lets take a
look at the packaging. It’s just another way she can feel even better
about her purchase!
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The exclusive botanical complex, contained in every product in all three
regimens, features silymarin and Luo Han Guo − each of which adds its
own strength to this new skin care line. Silymarin (milk thistle) is a
powerful antioxidant that helps defend against environmental damage
while helping to calm and soothe skin. Luo Han Guo, also called the
“longevity” fruit, is known to contain potent antioxidants and also believed
to help promote healthy skin.
Now that you have seen the core complex, I’m sure you want to know
more about the specific botanicals included in each regimen. So let’s
check out the dry regimen first.
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Two main ingredients help deliver just what dry skin craves.
Flax seed is one of the richest plant sources of omega-3 fatty acids,
which are known to help moisturize and help relieve dry skin of
discomfort. The second botanical is sea kelp extract. A type of sea algae,
sea kelp is a known source of vitamins, minerals and fatty acids important
for moisturization and skin balance.
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This formula contains two of it own specific botanicals that normal skin
craves.
First is frangipani flower extract. This exotic flower is known for its
calming and soothing benefits and is an antioxidant that helps protect
against environmental stressors. The second botanical ingredients is
water lily extract. An antioxidant, the water lily is reported to be a source
of minerals that are important for healthy skin.
It is easy to see how these botanicals work well with normal skin.
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The two botanicals in this regimen offer the benefits that oily skin craves.
First is kanuka extract. Sources of this botanical extract are well known
for their purifying benefits that may help prevent pores from becoming
clogged. The second botanical extract comes from the guava, a known
source of salicylic acid ─ an exfoliant shown to slough away dead skin
and help unclog pores to reduce surface oil.
You can see the benefits these botanicals offer oily skin.
We’ll start with Cleanse. It gently cleanses without stripping essential elements.
Cleanse Formula 1 helps restore dry skin’s natural balance, leaving it feeling smooth, hydrated and nourished. Skin
looks refreshed. Formula 2 for normal skin gently removes makeup and impurities, leaving skin feeling clean and soft.
And the nondrying formula leaves skin looking healthy. Formula 3 is a corrective cleanser that purifies oily skin and
helps cleanse pores. It removes and helps control excess oil without drying and leaves skin feeling clean as it reduces
shine.
Hydrate absorbs quickly and leaves skin feeling balanced.
Formula 1 for dry skin is moisture-rich and leaves skin feeling comforted. It helps maintain skin’s moisture level and
makes skin feel supple and resilient. The non-greasy Formula 2 leaves normal skin feeling hydrated. Skin looks
healthier and feels nourished and refreshed. Formula 3 for oily skin provides balanced hydration while controlling
excess oil, leaving skin with a beautiful matte finish. It’s also non-greasy and leaves no oily residue.
Freshen has a nondrying formula that gently removes excess residue from skin.
Freshen Formula 1 restores dry skin’s natural balance, leaving it looking radiant and healthier. It also helps calm and
soothe skin and gives it a soft, smooth feeling. Formula 2 improves the texture of skin, leaving a soft matte finish. Skin
looks healthier and feels refreshed and ready for the moisturizing step. Formula 3 removes excess oil without drying
skin and minimizes the appearance of pores. It also clarifies skin and helps cleanse pores.
Easily removed with water, Mask gently removes impurities as it revitalizes skin.
The Formula 1 Mask gently exfoliates as it improves skin texture. It replenishes hydration so dry skin looks smooth
and feels renewed. Formula 2 for normal skin deep cleans while gently exfoliating skin, restoring it’s radiance. It
adapts to your skin’s needs leaving it looking healthier and feeling nourished. Formula 3 helps cleanse pores and
refine their appearance. It absorbs and controls excess oil while leaving skin looking clarified and fresher.
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Introducing Velocity® Skin Care!
Although anyone with dry to oily skin can use Velocity® products, they
were created with the younger skin in mind. Younger skin can sometimes
tend to be oily and blemish-prone.
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Who are your target customers for Velocity® products?
•Customers of all skin types, who may want a time-saving approach to
skin care.
•Young women and teens with oily or blemish-prone skin.
Younger skin tends to be more oily and blemish-prone. The cleanser
contains propylene glycol, which is a humectant that helps reduce
moisture loss and condition skin. Additionally, the moisturizer contains
oil-absorbing ingredients that help control excess oil.
For more information regarding Velocity® products, refer to Product
Central and the fact sheets available on InTouch. There is even great
information on the packaging of each Velocity® product!
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The Velocity® Facial Cleanser cleanses, exfoliates and freshens in one
step!
The Velocity® Lightweight Moisturizer works fast to smooth and soften!
Both feature the light and fruity scent of the Velocity® fragrance!
Velocity® skin care is great for younger skin, but some women also have
mild to moderate acne they would like to combat. The Mary Kay® Acne-
Fighters Set is a great regimen for those women. If your customer is
under the care of a dermatologist for their acne, you might want to have
them discuss these products with their doctor to make sure they feel
comfortable including these products in their skin care regimen.
The Mary Kay® Acne-Fighters Set is packaged in a convenient bundle
and includes Velocity® Facial Cleanser, Mary Kay® Blemish Control Toner
Formula 3†, Velocity® Moisturizer and Acne Treatment Gel†.
†Over-the-counter drug product
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Who are your target customers for the Mary Kay® Acne-Fighters Set
products?
•Customers with mild to moderate acne.
•Customers with blemish-prone skin.
Remember, not all women that have mild or occasional acne are in their
teens or twenties. This set can also help women with adult onset acne or
those that have very oily skin and are prone to occasional acne break
outs.
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Velocity® Facial Cleanser is a multitasking product that deep cleanses,
exfoliates and tones to refresh. It contains antioxidants plus botanicals known
for their calming and soothing properties. Apply to damp face and neck in a
gentle, circular motion every morning and evening. Rinse thoroughly with water.
Avoid contact with eyes.
Mary Kay® Blemish Control Toner Formula 3† helps reduce the number of
blackheads and acne pimples. It contains 2% salicylic acid acne medication. It
helps prevent new acne pimples. Use as part of a daily regimen in the morning
and evening.
Acne Treatment Gel† penetrates pores to eliminate most blackheads and
pimples, and helps prevent new blackheads and pimples from forming. 5%
benzoyl peroxide kills acne bacteria within the pores and on the surface of the
skin. To apply, after cleansing and using the Blemish Control Toner Formula 3†,
cover the affected area with a thin layer one to three times daily.
Velocity® Lightweight Moisturizer has a lightweight formula that works fast to
smooth and soften skin. Suitable for blemish-prone skin. Apply to clean face
and neck in the morning and the evening.
†Over-the-counter drug product
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Mary Kay® Facial Cleansing Cloths cleanse, exfoliate and tone in one
easy step.
The exclusive, botanical-enriched formula gently removes dirt, oil and
makeup, leaving skin feeling clean and soft.
And they are formulated for dry to oily skin types.
Mary Kay® Facial Cleansing Cloths are perfect for carrying in a bag,
briefcase or tote to use whenever you want a fresh face. Just a little
water releases the rich lather.
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The MKMen® product line features targeted products designed to combat
the signs of aging and improve the look and feel of a man’s skin!
Did you know that, globally, men have become increasingly concerned
with their appearance? age-fighting grooming products are purchased by
men of all ages and occupations! You’ll also be excited to know that
men’s grooming sales are up sharply. This is according to Datamonitor, a
leading global market research firm.
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MKMen® Skin Care includes:
•MKMen® Face Bar begins the process to help reduce the visible signs of
aging and restore the look of younger skin.
•MKMen® Moisturizer Sunscreen Broad Spectrum SPF 25† is the key,
age-fighting product for men’s skin care. It provides UVA and UVB
protection to help shield skin from the harmful rays that may cause
premature aging of skin.
†Over the counter drug product
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When MKMen® Face Bar and MKMen® Moisturizer Sunscreen Broad
Spectrum SPF 25† are used together, the results are amazing!
•Reduces the appearance of fine lines and wrinkles
•Restores the look of younger skin
•Leaves skin feeling smooth and soft
•Leaves skin looking healthy
Be sure to use what you’ve learned today, as you share the products with
them. You can refer to Product Central, facts sheets and the product’s
packaging for more information.
†Over the counter drug product
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The most effective learning occurs when you put into practice what
you’ve learned.
Try at least one of the product lines you learned about today if you
haven’t already. That way, you can share the benefits with your
customers first hand.
Call and share information about any one product line with at least five
people you know. And while you are sharing this information, why not
offer product samplers and let them know you will be calling in two days
to see how they like the product. When you follow up two days later, ask
if they would be interested in purchasing the full size product. Be sure to
follow up two weeks later to make sure they are still happy with their
product and see if they need any other products at that time.
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Remember Mary Kay’s words: “We have a quality product – one that we
can sell with complete honesty and integrity. You can be assured that the
product you sell to your customers is at the top of the state of the art of
the cosmetics industry.”
With this in mind, use the information you learned today to serve your
customers in the very best possible way.